3279. How did you penetrate a new, large greenfield account?

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Description

Interviewer

Can you describe a situation where you successfully penetrated a new, large greenfield account? What was your approach and what steps did you take?

Skill Assessed
  • 1. Strategic planning : Ability to plan and execute a strategy that identifies and targets new potential markets or clients.

  • 2. Relationship building : Capability to establish and nurture professional relationships with stakeholders and decisions makers of a new account.

  • 3. Persistence and determination : Showing the drive to pursue potential clients and the tenacity to handle rejection or setbacks during the process.

  • 4. Understanding customer needs : Skill to recognize and articulate potential clients' needs and align them with your company’s offerings.

Purpose
  • 1. Experience evaluation : To assess your past experience and capability in dealing with challenging scenarios such as entering a new market segment.

  • 2. Strategic thinking : To understand your ability to strategically think and plan for business development and sales initiatives.

  • 3. Drive and ambition : To gauge your motivation and determination to succeed in a competitive environment.

  • 4. Customer-centric approach : To evaluate whether your actions are driven by the goal of meeting customer needs and creating value for them.


Hints
  • 1. Detail your strategy : Share specific strategies you used to identify, approach, and secure the account, and how you tailored your approach to the client's unique context.

  • 2. Emphasize relationship dynamics : Focus on how you fostered relationships with key players and the importance of these relationships in the success of account penetration.

  • 3. Reflect on challenges : Discuss any obstacles you faced and how you overcame them, showcasing your problem-solving and persistence.

Tags
Topics: 
Problem Solving
Communication
Roles: 
Account Manager
Companies: 
Salesforce
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